[To IT salesmen] Think of engineers as national idols!

Hello, this is Nakauchi from the Technical Sales Department

Let me say this upfront: I have immense respect for engineers.
And I'm also envious of them.

With that in mind, I would like you to continue reading

Salespeople will never play a leading role in the IT industry

My previous job was at a hardcore sales company where I worked in sales.
The prevailing attitude was that those who could collect the numbers were the most important.
In fact, it was almost as if those without numbers had no character.

In a hardcore sales company, salesmen play the main role within the company

However, it is rare for sales to play a leading role in an IT company. There may be some, but they are in the minority

This is because in the IT industry, projects brought in by sales are ultimately handled by engineers.
More precisely, sales teams are unable to handle the projects they bring in, so they ask engineers to do it.

Those from sales companies often stumble here,
because in addition to client coordination, they also have to handle internal coordination and internal sales.

And the frustration of wanting to be the main player in the company but not being able to

Engineers vs. Sales

I think there are quite a few companies that have this structure

The engineers have absolutely no idea how serious this project is!
The sales team doesn't think about sales at all!

This is how the two sides end up in a VS relationship where there is no room for compromise

Initially, I thought the same way as the salesperson above.
Looking back now, I completely understand why the engineers were angry.

Initially, I didn't understand what was so bad about it, and all I could think was, "What the heck?"
Or rather, it wasn't that I didn't understand, but rather that I lacked the knowledge to comprehend it.

Of course you'd be angry

I've gained more experience now and I think I'm finally able to empathize with engineers.
If any Beyond engineers reading this article have something that makes you think, "Are you kidding me?!" then please tell me directly.
I'll take you on!
Just kidding. Sorry.

Engineer = Idol

Finally, we get to the main topic

Engineers are the main players in IT companies

If we replace the IT company with an idol agency,

Engineer = Idol
Salesman = Manager

I realized this relationship was close during a conversation with Mr. Otsuka.
Mr. Otsuka is the person who coaches the executives and employees of Beyond.
I will elaborate on this at the end.

In the case of idols,
they might say, "I don't want to do swimsuit modeling work."

For engineers,
it might be, "I don't want to do this project."

I think the way idol managers and IT salespeople deal with this situation is similar.
Even if it's an unpleasant job, they have to do it.
You have to use various methods to boost their motivation so they'll be happy to take on the work.

Let me take this opportunity to repeat what I said at the beginning

"Let me say this upfront: I have immense respect for engineers,
and I'm also envious of them."

With that in mind, I would like you to continue reading.”

I really believe this

Selling Engineers, Not Services

I now confidently recommend server maintenance services to my clients.
This is all thanks to our engineers.

Server maintenance is a service provided by engineers

I recently realized that what I'm promoting isn't the service, but the engineers.
Just like a manager promoting an idol!

At Beyond, we often receive repeat projects from our clients,
which means they recognize the quality of our engineers' work. While sales play a tiny role, it
has made me happy to see that.

The main earner is the engineer (idol)

summary

- IT sales is all about securing deals
; - Engineers are the stars of IT companies;
- Engineers are the company's face and idols;
- Engineers (idols) are the biggest earners.

I would be honored if this book could be of some help to current IT salespeople and those who are considering entering the IT sales industry in the future

Thank you for reading to the end

, which gave me valuable insights,Ms. OtsukaI will share below

If you are interested, please check this out

[My Experience] I received coaching and the results were better than I expected [Employee Benefits]